Market Intelligence and Account Planning

FedSavvy Strategies will work with you to create an actionable plan based on what you want and can deliver as a product or service. It’s good to see the big picture, but ultimately your strategy has to define how to drive business growth. This means a laser-focus on opportunities. FedSavvy Strategies’ role is to understand who you are today and where you want to be so that we can better research and design a detailed and realistic plan toward success.

Market Intelligence

Understanding an existing market or exploratory market is essential for short-term and long-term business development planning. Defining a market’s value, barriers to entry, competitive landscape and definable opportunity pipeline enables executive and business development decision making. Quality market intelligence is NOT done in broad strokes with general market trends and high-level numbers. Our focus is making analyses actionable immediately upon delivery.

Deliverables feature:

A quantifiable and defined pipeline of potential contract pursuits over a 3-5 year period
Stated market value based on known contracts in the market
Barriers to entry are clarified in terms of severity and quantified impact on addressable market
Opportunities are ranked in terms of attractiveness and feasibility to enable prioritization of business development and bid & proposal resources

Major competitors are identified and characterized in terms of the types of threats they pose

Account Planning

When clients need specific U.S. Government agencies better defined and quantified in terms of value, we build on market intelligence practices to work with an account team. Our work will define a path to grow business inside a specific agency to foster an immediately executable account strategy. This is used to fill in gaps of knowledge for an account team in addition to help them develop a plan to execute over 2-3 years.

Deliverables include the same content in market intelligence, but they also feature:

Assessments of timing for pursuits to guide account teams on prioritization
Targeted contract pursuits to build on any incumbent work inside the agency
Analysis of agency objectives and trends as relevant to services and products targeted to sell

Mergers and Acquisitions Targeting

Prospecting and assessing potential businesses to acquire is an important part of any long-term business plan. Identifying acquisition targets before they go up for sale helps to gain a “first mover advantage” as opposed to engaging in a bidding war with other buyers. Our focus is to assess a fit for your long-term business growth plans so you can begin to make informed decisions.

Deliverables feature:

Identification of targets based on fit to business needs
Assessment of potential benefits and risks associated with acquisition
Quantify the target’s contract portfolio and likely revenue post acquisition
Known intellectual property and corporate investments which may add value

Features & Benefits

Quantified contract pursuits verified in value and timing prioritized for fit
Deliverables are usable immediately upon delivery as they are NOT generic market trends, but detailed on actual contract pursuits
Main competitors are communicated as a single page “battle card” to make as easy reference throughout other pursuits
Define barriers to market growth and success are quantified to enable data driven decision making
Identify and assess risks and rewards involved in acquisition targets before expensive due diligence efforts
Gain “first mover” advantage to prospect for pursuits and acquisitions before others begin to pursue

Case Study

Challenge

A large (greater than $1billion annual revenue) professional services government contractor required a pipeline for the next five years covering opportunities in nine different federal agencies of interest across the U.S. Department of Defense, U.S. Department of Homeland Security, and U.S. Department of Justice. We had a short timeline of less than a month to deliver both a pipeline aligning with the client’s eight service areas and an accompanying analysis.

Solution

We utilized our existing knowledge of these agencies and an intelligence collection process that included leveraging agency documents, government spending data, and our internal competitive intelligence database.
Our completed pipeline was robust, including 80 upcoming contract opportunities in the next three years that had a total estimated value of $14 billion in verified spending (not ceiling).
Our deliverable included overviews of each federal agency’s strategic objectives, spending trends, and relevant leaders.
The plan highlighted top opportunities and competitors we identified for the client in each agency.
Any barriers to entry (contract vehicles, set-asides, timing) along with tests for fit of the opportunities to company objectives were factored into a prioritization system to help optimize investments made.

Outcome

The client leveraged our deliverable to inform their 1-2 year immediate business development investments to include hiring and acquisitions. Further, immediate business development decisions were informed to shift existing resources towards pursuits with better strategic fit and more realistic probabilities of a contract win.

Blog Resources

The Sun Never Sets on GOVCON M&A

April 19, 2023

It’s always a good time to review and highlight the ever-dynamic array of mergers and acquisitions in GOVCON. These acquisitions expand existing capabilities and add footprints in new customer markets. This is NOT intended to be a comprehensive list of all acquisitions, but instead a sample of ones we found interesting, and some illustrate major…

GSA FEDSIM Winners and Spenders: The Return of the Blog!

February 14, 2023

In November 2021, we examined what contractors are winning FEDSIM bids and with what federal customers. GSA FEDSIM contracting is always a hot topic so we’re exciting to bring to you some updated analysis on FEDSIM spending and winners. Top winners of FEDSIM contracts Booz Allen Hamilton came out on top (again) as winning the…

M&A Plays in GOVCON…Star Quarterbacks are getting sacked

September 19, 2022

Historically, antitrust enforcement has not been a significant factor in the government contracting (GOVCON) industry. However, the GOVCON industry has seen a recent increase in antitrust activity with involvement from the Federal Trade Commission (FTC) and U.S. Department of Justice (DOJ). Are these isolated incidents or the beginning of a new trend? In February 2022,…

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